Say What? The Motivated Seller Conversation

Finding good investment property deals always seems to be top of mind for new investors and wholesalers. But finding a good deal isn’t the same as closing a good deal. Right smack in the middle of that is communicating, qualifying, negotiating and executing the deal.

Whether you’re just starting in real estate or you’re a seasoned investor, it is imperative to have a connection with a motivated seller. – Marko Rubel

Connecting with Motivated Home Sellers

Consider this…when you are buying off-market properties, you’re working with a seller who may not understand the home selling process – and even more so since it’s a non-traditional sale that doesn’t involve a real estate broker.

While the business at hand is a home purchase, it’s important to connect with sellers. We call them “off-ramps” – where you take the conversation off the main topic (the property) and get to know the seller and vice versa. That personal connection can make all the difference.

In a related article, the author breaks it down into an easy-to-remember acronym “FORM” to help guide you through some easy conversational off ramps.

F – is for Family. Generally an easy conversation to open but be aware of sticky family situations like estates that can turn the conversation.

O – is for Occupation. Talking about one’s work, military service and other endeavors can be an easy way to connect.

R – is for Recreation. What does the seller like to do? Any hobbies or pastimes? Connect their interests with your own for ease of conversation.

M- is for Money. The money conversation is one that can be eased into – perhaps even as follow up from your talks about occupation and family.

Mastering the art of seller conversations isn’t as difficult as you may think. Sure, some home buyers are at ease at it more than others, but with time and practice, you’ll find your voice as a skilled communicator and make your way to more closings.

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